I've met countless good salespeople.
I mean literally thousands of people who make a solid living
selling products and services.
But great salespeople?
Well, let me put it this way.
For every 50 good salespeople
there's maybe one great one.
Probably more like 80 good salespeople
to every one great saleperson.
And remember, I'm not talking about bad salespeople at all,
they're completely off the table.
Great salespeople are incredibly rare
and they simply look at selling completely differently
than the hordes of others out there.
They also, by the way, usually make ten times as much
as the typical good saleperson.
And I'm always amazed that not everyone is obsessed
with what great salespeople do like I'm obsessed.
What's even cooler is that with the right changes
you too can also become great.
In this video, I'm going to show you the five steps
to become a great saleperson.
Check it out.
Number one: Get clear on your why.
All great salespeople know why they do it every single day.
They don't just run through the motions.
They're intentional because it matters.
So why do you sell?
If you're about to tell me that it's because
you just like to be successful
then I can already tell you that you're destined
to be only good.
Great salespeople are driven by powerful personal factors.
Things like family, kids, fear of being poor again,
whatever it is.
Get incredibly clear
on why you are going to pick up that phone,
why you're going to hop on that plane,
and ask for that next introduction.
Number two:
Say "No" often.
Good salespeople love to say "Yes."
Great salespeople say "No" constantly.
It's not because they're mean
but because they understand the value of their time.
They think more like high powered attorneys
billing at $1000 an hour.
Now, would that $1000 per hour attorney
say yes to anyone?
No. Hell no!
They jealously guard their time
and they say no to distractions constantly.
Get vigilant about your time
and start saying no to people who want to
pull you away from selling.
Even those tire kicker prospects, say "No."
Number three: Disqualify prospects.
Now, I just gave you a hint on this one already.
Not all prospects are alike
and just because someone has a pulse
and can buy from you
doesn't mean that you should spend time
trying to sell to them.
In fact, at least 50% of your prospects are not a good fit
and the best salespeople disqualify that 50% right away
so that they don't waste any more time.
Now, good salespeople will sell to anyone.
Great salespeople only spend their time
with well qualified prospects.
That means getting rid of the rest.
Number four:
Big over frequent.
People always want tips for closing more sales
and I've always said
that this is just the wrong question to ask.
Good salespeople usually sell
about as frequently as great salespeople.
The difference between the two is the size of the sale.
Now, it's hard work to sell more
but the difference between selling small sales and big sales
has very little to do with effort.
In fact, it's really about the same amount of effort.
The difference is guts.
It's about having the confidence
to sell high-level buyers at bigger companies.
It's about being willing to be more expensive
than your competitors in the eyes of your prospects.
But also about offering more value.
So start going after those bigger opportunities
to make bigger sales.
Number five: Stop looking for friends.
Just last year, I had a prospect actually ask me
to leave his office.
Now, I could tell that this CEO was bullshitting me
and I actually told him so
and he didn't like that I challenged him,
he was a weak leader, and he couldn't take the truth.
He kicked me out of his office, so I left.
And after that experience, I could not wait to call my wife
right afterwards to tell her the story
and we laughed our asses off.
That night, I slept like a baby.
I wasn't sad, I wasn't upset.
In fact, I did my job, which was to challenge prospects
to understand what the real issue was.
And he couldn't handle that
and he got mad and he kicked me out of his office.
And I didn't care.
Good salespeople want to be everyone's friend.
They want to be the friend of every prospect.
But great salespeople challenge their prospects
and they don't care to make friends in that sales process.
Be willing to piss people off
and you will close bigger deals more frequently.
So there are five steps to become a great salesperson.
I want to hear from you.
Which of these ideas did you find most useful?
Be sure to share below in the comments section
to get involved in the conversation.
And if you enjoyed this video,
then I have this awesome free e-book
on 25 tips to crush your sales goal.
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Until next week.